Learn SPIN sales skills from Selling

[China Glass Network] Description: In the sales of industrial products, FAB, FABE, FABEEC, SPIN, 4P, is a common sales skill. Skills such as knives are also evil. The key is to see how people who use it treat it. Interpreting the SPIN sales skills in Selling, one is to let the students get familiar with SPIN skills more quickly, and the other is to let them use their skills.

The essay "Selling abduction" is the culmination of Zhao's humor. The playfulness of the Northeastern dialect and the deception of language deception are vividly presented to the audience. After many years, after looking back, I still feel so fresh. People who are deceived in their lives, if they can solve the tricks, may be away from all kinds of scams.

Turning is a virtual knives, and useless things become the darling of others. The twists and turns in the middle are the credits of language hypnosis. In the more recent marketing manager and product manager training class, Ye Dunming played "Selling the Turn" to the students and asked them to use the SPIN tool to interpret. In industrial products sales, FAB, FABE, FABEEC, SPIN, 4P are common sales techniques. Skills such as knives are also evil. The key is to see how people who use it treat it. Interpreting the SPIN sales skills in Selling, one is to let the students get familiar with SPIN skills more quickly, and the other is to let them use their skills.

SPIN stands for: Scenario, Difficult, Extended, and Solution, which are four general steps in the sale of high-value products. The situational problem is the head of the salesperson's cut into the topic. If the British come up and ask the weather, the sales staff should also start from the customer's work scene, and integrate into the customer's operation situation from the beginning. "I want to sell" is not as gentle as "you should buy". The difficult problem is the layering approach after the topic is cut. Once the topic falls on the difficulty of the customer's business operation, the salesman has become a problem for the customer to solve the problem. The closeness of both parties has greatly increased.

Difficulties must be grasped accurately, but also to play with the problem, to amplify the pain of customers, and let the impulse of the heart become the purchase action of the organization. The problem is extended, usually by the bar customer, to see the loss of the existing solution, and then the benefits of the optimization plan, the account is cleared, the next solution is relatively clear.

S-scenario problem: Under the hook, wait for the fish to swim

Turned, turned, ambiguous screams, attracted Fan Wei's attention, and introduced the deeper and deeper conversation. Really let Fan Wei convinced, or Zhao Ben guessed his career. "The head is big, the neck is thick, not the big money is the husband." Further, I guess he is a spoon.

P difficult problem, hook on the food, free consultation to find the problem

Just like a fortune teller, guessing the profession of a stranger is a good example of proving himself to understand him. Obviously there is no substantive problem, so let's start from the details. The face is big, it is the change that Fan Wei can feel, but what is the problem? Peripheral nerve necrosis. This is the core of Zhao Ben’s flickering Fan Wei. This led to a big problem with a long leg and a short leg. When this is the case, Fan Wei can only "slack".

I extended the problem, magnified the problem, and hit the softer heart

Xiangzhuang dance swordsmanship in Pei Gong, S and P are just the prelude to SPIN. I is the climax of SPIN skills. If you want to see through other people's rhetoric, you can only watch the fierceness of "the picture is poor" when his I appear. Zhao Benshan sacrificed the two killers of "necrosis of the femoral head and vegetative in the late stage", and made Fan Wei feel dizzy. In fact, every person who has been ill has been "intimidated" by a doctor either lightly or seriously. It seems that the doctor is also a teacher without a SPIN.

P solution, sick and rushed to the doctor, people panic

To solve the peripheral nerve necrosis, it is necessary to have no feet on the ground, a better solution to the nine sons in front of you: abduction. Fan Wei, who was in a chaotic manner, found the hope of his life with joy. Funny, is it? It’s just that we are not parties. Look at so many fund managers, customers are stunned, they can make a lot of money, the world is so crazy. Who asked us to be the "investment expert" such as the fund manager to give SPIN (English word, rotation, can understand the meaning of the dizzy)?

SPIN sales skills are actually a way of analyzing backwards. Its core idea is to capture the benefits that customers can perceive, and then push back the constraints of customer organization operations, problem stripping onions and existing operational scenarios. The reason why it is so complicated is to eliminate the sense of distance of strange customers and prevent customers from being precautions and dislikes of "self-cooked" people. Ye Dunming believes that if the old customer, or his own product plan is enough, it is not so complicated, you can directly talk from N, and then use I as an argument and P as an argument, simple and clear.

Zhao Benshan and his creative team have estimated that they have not learned SPIN, but their application of superb is more actionable than the theoretical. It is this "selling abduction" that also declares the socialization of Zhao's humor. He stepped away from the focus of social attention, plunged into the weakness of human nature, and "cruelly" tore open and dissect, people are laughing. It is also gradually touching the blackmail. Zhao Benshan retired from the aura of "people's artists" and returned to the "artist businessman", which is a wise choice for entrepreneurs.

It may come from selfish considerations. Ye Dunming expects that the works after Benshan Media can start from the positive N and add happiness to the lives of the people. At the same time, they can also reflect more and have more upward power. This is an unnecessary mission for Zhao Benshan. He is just an artist. However, there is only one Zhao Benshan in China. If he can have more sense of social responsibility, art will not be an empty talk.

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